Outbound Strategies for Automotive Sales | John Schibi | Automotive Retail Consulting

John Schibi
3 min readSep 14, 2022

Due to the high vehicle prices and the lack of inventory, many dealerships are shifting their focus to repeat customers. This strategy involves engaging with existing customers and developing effective service programs . While you’re in the industry, you’re likely to encounter some confusion regarding the various factors that affect the purchase process, such as the time it takes to get a new vehicle and the car’s value.

As a certified expert, you can provide your customers with the necessary information and guidance to make informed decisions when buying a new car. Having the resources and skills to help them navigate the various factors that affect the purchase process will allow you to retain their business.

Campaigns for vehicle ordering

As the popularity of vehicle ordering continues to rise, you must let your customers know that there are still plenty of cars available for them, even if they’re not on your lot. One effective way to do this is by using your CRM to create a list of people who bought a new vehicle within the last three years and have equity in their current cars. That way, you can excite them about new ordering opportunities while still targeting vehicles that you could purchase or acquire in a trade.

Retailing Campaigns

The rise of the pandemic and consumer expectations have shifted the traditional car buying process into a hybrid one. While 71% of consumers still prefer to buy in person, many of them still want to conduct their research and finance their purchases online.

To help motivate those who didn’t complete the process, you can use the data collected through your digital retailing tool to create a campaign that targets those who are left behind. One of the most effective ways to motivate your digital retailing customers is by providing them with step-by-step videos that will help them make an informed decision.

Lease term campaigns

Before, when the end of a customer’s lease was up, it used to be that a new car was always waiting on the lot. However, now, customers must know that they need to reserve a new vehicle before it’s available at the end of their lease. Using your CRM, you can create a list of potential customers who are coming up for lease end within one year. That way, you can begin to design a campaign to educate your customers on the importance of ordering a new car in advance.

Routine maintenance

One of the most important factors that you can consider when it comes to maintaining a successful business is having a steady supply of loyal service customers. Having a well-designed and proactive approach to addressing these issues can help you avoid losing customers due to overbooking or poor customer service.

One of the most effective ways to improve the efficiency of your business is by scheduling routine maintenance sessions for your customers through your CRM. Doing so can help you keep track of your current and potential customers and ensure that you’re always ready to respond to emergencies. For example, if your shop is booking around a month out, and your client is due for a maintenance check in a month, you’ll want to schedule them as soon as possible.

Being proactive about addressing these issues can help keep your customers coming back for more. Having a well-designed and proactive approach to addressing these issues can help you avoid losing them due to overbooking or poor customer service.

Originally published at https://johnschibi.org on September 14, 2022.



John Schibi

Learn more about the impressive 25-year career of John Schibi in automotive sales, team leadership, and consulting by visiting his website at johnschibi.net.